Score More Sales

JULY 26, 2013

It dawned on me recently during a webinar when one of my co-panelists, the ever proper sales guru Jonathan Farrington spoke in his brilliant British accent, “Sellers are arrogant”. Sometimes a very subtle thing can hint to a bigger revelation if you just ask a couple extra questions. Buyers have changed.

Company 212

Company Revelation Face-to-face Webinar Metrics 212

SBI

MAY 15, 2012

You stand before your prospects fully armored, battle-ready, and poised for a stunning and mind-numbing display of the vast and all-embracing array of your knowledge. My point here, if I still have at least your valued attention, is that your prospects won’t know what to remember most, unless you tell them.

Revelation 117

Revelation How To Decision Maker Twitter 117

SBI

FEBRUARY 26, 2013

mobile tools can ignite productivity, shorten sales cycles, and provide. Reduce the time it takes to respond to a prospect’s interest from hours to seconds. It costs a small fortune to print sales materials and it’s a hassle to lug them around town. At one point or another, you’re going to need the prospect to sign something.

Collateral 115

Collateral Revelation Trends CRM 115

DiscoverOrg Sales

JUNE 15, 2018

It was a revelation. I think about this idea of “training” a lot when I talk to VPs of Sales and VPs of Marketing who tell me that they are just going to rely on their Rolodexes and their CEOs network because “cold calling is dead,” and people don’t answer their phones anymore. Developing outbound sales takes time and training, too.

Outbound 120

Outbound Cold Calling Webinar Metrics Revelation 120